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Director of Public Sector Startups

Microsoft· Business Development
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Washington, D.C.Full-timePosted 4d ago

About the role

The Director of Public Sector Startups is responsible for the commercial development of a defined industry portfolio of startups, guiding investment thesis, orchestrating access and co-sell activities, and transitioning startups to managed sales coverage within Microsoft for Startups.

Responsibilities

  • Develop the industry investment thesis, leveraging deep industry expertise and market research, to guide Recruit team targeting toward startups with the highest propensity to scale.
  • Orchestrate with Microsoft account teams and field leadership to generate qualified enterprise customer access and pipeline for portfolio startups.
  • Drive co-sell and marketplace execution with founders and account teams, converting pipeline into transactable opportunities and marketplace billed sales.
  • Coach portfolio startups on GTM execution and Microsoft engagement models to accelerate commercial maturity and readiness for managed coverage.
  • Transition startups into managed sales coverage at the maturity where field sellers can scale their Azure consumed revenue.
  • Build and sustain relationships across the VC, partner, and industry ecosystem to generate qualified referrals into the Recruit motion.
  • Serve as the industry subject matter expert for Microsoft for Startups, advising account teams, customer executives, and founders, and representing the portfolio externally at industry and ecosystem events.

Qualifications

  • Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 10+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) OR equivalent experience.
  • Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 12+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) OR Master's/Advanced Degree in Business, Sciences, or related field AND 10+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) OR equivalent experience.
  • 8+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).

Skills

Required:Industry investment thesis developmentEnterprise customer access and pipeline orchestrationCo-sell and marketplace execution
Nice to have:GTM coaching for startups

Benefits

  • Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Last updated Oct 23, 2026. Interested? Apply on the company site.

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